Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition; they know how to “Google it,” etc. But information isn’t always knowledge, so they’re not necessarily well-versed when it comes to your products and services. At the decision-making phase of the sales cycle, act as a trusted advisor and guide your prospects toward a deeper understanding of how you can fill their need.
In the early stages, be prepared for price objections to rise like odors from an ancient sea chest. It’s your job to both anticipate and neutralize those objections, “Fabrezing” them with explanations that will get prospects to understand that your price corresponds, as we’ve said, to the value of your solution. Below is a list of common price objections and how to effectively respond to each.
“At the decision-making phase of the sales cycle, act as a trusted advisor and guide your prospects toward a deeper understanding of how you can fill their need..”Ronny A. Nilsen
Handling objections
Handling objections is a crucial aspect of successful sales. Here are five common objections related to website development (as an example, but the methods could be modified into any industry or sals products and services) along with suggested responses:
“Your pricing is too high.”
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- Response: “I understand that budget is a significant consideration. Our pricing reflects the quality of our work and the comprehensive services we provide. However, we are open to discussing your specific needs and finding a solution that fits your budget. Additionally, our websites are designed to provide a strong return on investment over time.”
“I already have a website; I don’t need a new one.”
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- Response: “That’s great to hear that you already have an online presence. Our goal is not just to provide a new website but to enhance your online performance. We can discuss specific areas for improvement, such as user experience, mobile responsiveness, and search engine optimization. A modern and updated website can significantly impact your business’s success.”
“I’m not sure if a website will really benefit my business.”
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- Response: “It’s completely understandable to have reservations. A well-designed website can serve as a powerful tool to attract new customers, improve your brand image, and increase your online visibility. We can provide case studies and examples of how similar businesses have benefited from an effective online presence. Let’s explore the potential opportunities specific to your industry.”
“I’m concerned about the time it will take to develop a new website.”
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- Response: “Time is indeed a valuable resource, and we understand the importance of minimizing disruptions to your business. Our development process is streamlined to be efficient and we will work closely with your team to ensure a smooth transition. We can provide a detailed timeline, keeping your business objectives in mind, and make adjustments as needed to accommodate your schedule.”
“I’ve had a bad experience with a web developer in the past.”
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- Response: “I’m sorry to hear about your previous experience. We prioritize transparent communication and collaboration throughout the development process. To address your concerns, we can provide references from satisfied clients, showcase our portfolio, and discuss the specific measures we take to ensure client satisfaction. Building a positive and trusting relationship with our clients is a top priority for us.”
Remember, these responses are starting points, and it’s important to tailor them to the specific needs and concerns of each potential customer. Additionally, active listening is key; understanding the customer’s objections thoroughly allows you to respond more effectively and build a stronger rapport.
Points of Future Sales Settlement
Sales is all about personal trust. The sales training content is available in two languages – Norwegian. It can be accessed on desktop, mobile app, & mobile web. Same we will provide you a customized training with a performance improvement guarantee.